To get straight to the point I would say the desire to feel good, but many people have a logical aspect or analytic side, while the emotional side is also working. Having these two things in mind I have read many articles that specify why people buy and many articles that say no one can know. I like to say that I agree to one or the other, but a combination of both would be a better approach. Now, depending on the industry people will buy with different expectations in mind.
When people buy a book for instance, they may go online or to a local bookstore and the expectation is to find the book, but when people are spending thousands of dollars to get their house remodeled the expectations are higher and they are a lot more careful on who they choose. Many times I found it very interesting that they choose me rather then the cheapest guy because I was able to engage with them on top of the fact that our company was very reputable. People buy from you when they like you. People buy things that matter to them based on the level of importance. Some of these things include buying what they need first, and then they can purchase some of the things they want. When people get carried away with the wants then they are probably the type of people who purchase based on emotions rather then the analytic aspect of their brain.
This article does not cover all aspects of the purchasing procedure or why people buy, but it can help you with some tips that can help you improve your sales skills. For example, if you are a car sales representative have a training or search the internet by typing "how to sale cars." if you are a waiter or server search the internet on tips about how to increase waiter tips. You will find amazing ideas that you can utilize in your job that will help you keep it simple and sale more. Some sales require a little more then just an internet search. You probably need a lot of training and knowledge of the product in order to answer all the questions, but you need to do what ever it takes to get the knowledge and skills necessary to represent and be successful.
All the Best
Eddie Lago/ MBA
When people buy a book for instance, they may go online or to a local bookstore and the expectation is to find the book, but when people are spending thousands of dollars to get their house remodeled the expectations are higher and they are a lot more careful on who they choose. Many times I found it very interesting that they choose me rather then the cheapest guy because I was able to engage with them on top of the fact that our company was very reputable. People buy from you when they like you. People buy things that matter to them based on the level of importance. Some of these things include buying what they need first, and then they can purchase some of the things they want. When people get carried away with the wants then they are probably the type of people who purchase based on emotions rather then the analytic aspect of their brain.
This article does not cover all aspects of the purchasing procedure or why people buy, but it can help you with some tips that can help you improve your sales skills. For example, if you are a car sales representative have a training or search the internet by typing "how to sale cars." if you are a waiter or server search the internet on tips about how to increase waiter tips. You will find amazing ideas that you can utilize in your job that will help you keep it simple and sale more. Some sales require a little more then just an internet search. You probably need a lot of training and knowledge of the product in order to answer all the questions, but you need to do what ever it takes to get the knowledge and skills necessary to represent and be successful.
All the Best
Eddie Lago/ MBA
